Job Description

April 2024

Director of Sales for SaaS B2B-Ecommerce Company

Overview

CIMcloud is a rapidly growing and emerging SaaS company that offers a B2B-first ecommerce platform (with native ERP integration) to small-to-mid-sized product-centric companies (manufacturers and distributors). We are looking for a proven SaaS sales leader that kicks ass at building and running a sales team that efficiently drives new logo ARR growth.

This is a 25% player 75% coach position that is a critical role on the CIMcloud leadership team.

Our Vision & The Reason You Should Apply (In Story Form)

We’ve always had a killer product with lots of happy customers. We put our foot on gas (a while ago) and landed on the Inc 5000 list of fastest growing private companies for 7 consecutive years. We were also driving the business off the cliff, because we couldn’t scale with demand and we couldn’t finance the growth.

We made a decision about 5 years ago to cut our target market by 80% and clean up the business and product. We implemented Traction / EOS; we heavily invested in cleaning up and documenting our product/platform and native ERP integration; and we created the 3PS Framework (a B2B-Ecommerce Playbook) to provide our customers with a path to B2B-first ecommerce success. It was painful, but we successfully transformed our SaaS platform from an expensive and complex to implement “consultingware model” to a (mostly) clean, documented, self-service SaaS model. We maintained our top line revenue (through lots of grit) while growing our recurring revenue from 29% (5 years ago) to 80% (now) of our total revenue. We turned a break-even, clunky business into a strong, cash-flow positive stream-lined SaaS company. We did all of this while selling into a shrinking “headwind” target market (the 20% target market we kept was customers using a legacy, on-premise ERP system that is/was getting picked off by modern / growing ERP platforms).

We’re not perfect (not even close), but we are on a mission. We are emerging from that cleanup phase with a vengeance. Our goal is to dominate the B2B-first, ERP-integrated Ecommerce market in North America, and we believe we can. We expanded into a “tailwind” ERP market (Acumatica) in late 2023 (we’re having lots of early success) and are adding additional “tailwind” ERP markets (Netsuite is next) in 2024. These moves have massively expanded our TAM. We need a sales leader that can cash in on our work and capture that TAM by 1) continuing to harvest our classic target market (Sage ERP users), 2) conquering our new markets (Acumatica, Netsuite, and Microsoft Dynamics ERP users), and 3) scorching the ground behind us so our competitors are feeding off of the scraps.

Reasons You Should NOT Apply

If any of these apply, please do not apply for this position.

You don’t have a proven track record selling SaaS software in the $10k-$50k ARR range
You don’t have experience with SMB customers like our (manufacturers and distributors)
You don’t have experience selling complex SaaS software
You don’t grade yourself against proven SaaS sales efficiency metrics
You’re looking for a job where you can hide in remote work and deliver mediocrity
You’re ok with your team members hiding in remote work and delivering mediocrity
You think sales success is an art, not a science
You think documented repeatable processes and checklists aren’t needed if you’re an A-player
You’re not willing to routinely get on the front line and take punches with your team
You don't consistently demonstrate CIMcloud’s 5 core values: Grit, Team Player, Accountable, Win-Win, and Student

Some Specifics:

If you are looking for more “traditional” job description details, here it is. CIMcloud is ideally looking for a SaaS sales leader that:

Has grown a SaaS sales team from < $10 million in ARR to over $20 million in ARR
Can consistently hit impressive (but still realistic) new logo growth numbers
Has direct experience selling complex SaaS software systems to SMB markets
Can attract, recruit, train, coach, and retain quality sales talent
Can lead and manage a team of remote AEs and SDRs
Can help team members refine sales tactics and win sales
Has experience working with (for lead generation) ERP resellers in markets like Sage, Microsoft Dynamics, Acumatica, Netsuite, Infor, Epicor, etc.
Has built a standard, repeatable, transferrable, and scalable sales playbook (including getting a sales team to adopt that playbook)
Aligns with our 5 core values (see above)
Is competitive and has a very strong drive for achievement and winning
Is smart, hard working, and has a strong appetite to learn
Has great people skills / high EQ
Can design, plan, manage, and deliver results on quarterly “work on the business” projects

Job Location

We are a remote company. While you can work from anywhere in the US, our preference is candidates in SC and NC.

Travel

This job requires occasional travel in the US (and very rarely CAN). One 2-3 day trip per quarter (for trade shows) is typical.

Compensation

This will be approximately 50% base and 50% performance-based compensation rewarding new logo ARR growth. We offer competitive rates, health benefits, 401k, and PTO.

What We Do

CIMcloud by Website Pipeline is a Greenville, SC based Software-as-a-Service provider of Customer Interaction Management software. Our platform is a cloud-based, all-in-one B2B-First Ecommerce + CRM (Customer Relationship Manager) platform that integrates with our client’s existing ERP (Enterprise Resource Planning) / accounting software system.

About CIMcloud

CIMcloud is a profitable, debt-free, growing 50+ person cloud-based (SaaS – Software-as-a-Service) software company with customers spread throughout the US and Canada. We are located in Greenville, SC, which is consistently ranked as one of the nation’s best places to live and conduct business. We are one of only 18 companies in SC that has earned a spot on Inc. Magazine’s list of the 5000 fastest growing private companies in the USA for the seven consecutive years. We offer highly competitive salaries, health benefits, 401k, vacation, a young and energetic work environment, and significant upside potential for individuals with ambitions to develop a career.

Job Type: Full-time

Pay: $1.00 per year

Benefits: